Channel Account Manager

Title: Channel Account Manager, EMEA - DACH Region

Location: Germany (office in Aachen but role could be remote from Germany)

Experience: mid-level

Job Function: Channel Sales

Employment Type: Full-Time

Industry: Computer Network & Security

ABOUT THE POSITION:

Our EMEA Channel team is looking for a channel leader to grow new channel and expand existing partner business. We are looking for a senior leader with strong sales experience to work with our local sales teams in the DACH region for channel growth.

IN THIS ROLE YOU CAN EXPECT TO: Your main responsibility will be to help create and implement the strategy to develop the partner relationships in DACH, aiming for full partner enablement both in regard to selling and delivering our products and solutions. We are looking to both scale our partner ecosystem and deepen our already existing partner relationships. Together with your partners you will be creating joint marketing activities, planning events, coordinating trainings, and facilitating the alignment between our respective business models ensuring an enhanced end-customer value. A big emphasis will be put on understanding the complete partner account, their offerings, and their business models. Internally our main task is to enable our business to scale and grow revenue by levering our partner’s market connections and ability to multiply the total number of sales cycles.

We are looking for an individual that is a strong relationship builder. A natural part of this role will be to participate in events, summits, and tradeshows where you may also be required to do the occasional speaking slot.

While the emphasis for this role will be to drive and develop business though partner management, we believe a key part of being successful here is a genuine interest in our products and our technology. A good technical understanding of IT in general, and IT security, along with an ambition to become the subject matter expert on our products and capabilities will be essential.

You will be working closely with several Keyfactor Teams including sales, professional services, solution engineering, marketing, finance, and leadership. The ability to create great personal relationships within the company will be essential to your success. We are a fast growing company that values and relies on the entrepreneurship and the initiative power of our employees, as a Channel Account Manager at Keyfactor we believe that these skills are inherit to who you are.

You will be reporting directly to the VP of Channel EMEA. This position is based in Germany (we have an office in Aachen). Travel between 30-50% will be a natural part of this position.

The position is based in our Aachen office but can be undertaken remotely if you are based in Germany. Applicants must hold a valid right to Work in Germany.

RESPONSIBILITIES

• Develop and execute the strategic DACH regional plan that will drive all aspects of the partner relationship. This includes executive direction and focus, solution and industry focus and investment, business development, enablement and certification plans, demand marketing, joint solution development etc.
• Responsible for delivering reliable forecasts and accurate reporting for the region.
• Identify and develop key relationships within each partner account including executive, sales, marketing and technical.
• Maintain a commitment to the company's values, processes and target visions.
• To act as an ambassador for Keyfactor.
• Responsibility for negotiating partner contracts.
• Work closely with marketing, product owners and sales enablement to create all relevant material needed for partners success.
• Collaborate with Marketing teams between Keyfactor and partner organizations to build and execute joint demand generation plans (CxO Roundtables, Joint events etc)
• Present and promote the Keyfactor value proposition and our capabilities ensuing Keyfactor's accurate positioning within the partner portfolio.
• Driving your partners to grow their investment and engagement with Keyfactor.
• Be a partner to the Sales organization supporting and growing their partner influenced business relative to their sales effort and objectives
• Manage all aspects of your partner relationships
• Source new opportunities for our sales team via your partner ecosystem and support them during the sales motion
• Develop and execute join partner development plans with emphasis on targeting industry verticals and markets
• Provide regular communication and transparency to promote the success of the partnership both internal and external
• Lead regular business performance/ relationship reviews with Keyfactor leadership and partner management
• Update the internal CRM system with activities and information as needed and aligned to senior management expectations

SKILLS AND QUALIFICATIONS

• University degree in Business or Technology or equivalent experience
• Significant experience in technical sales and Partner/ Channels/ Key Account Management
• Language requirements:
  • Native proficiency of languages in DACH region required
  • Excellent command of English is required
• Strong customer orientation with the ability to develop, articulate and execute compelling value propositions.
• Strong networking skills
• Excellent, clear and transparent communication skills and the ability to communicate across different cultures/ geographic regions.
• Advanced written and verbal communication skills including ability to make professional presentations in front of both small and larger audiences.
• Ability to write and execute strategic regional plans.
• Ability to utilize both analytical and creative skills effectively.
• Experience in a rapid growth company or business unit is preferred
• A thorough understanding of how sales and prospecting companies and partners evaluating security, software or SaaS Solutions.
• Experienced in contract negotiations.
• Successful candidate will be able to work with multiple deadlines in a fast growing mid-stage start-up environment.
• Experience in working towards companywide targets and motivating individuals to achieve them.
• It will be advantageous if you have a general understanding of IT-security, PKI, Certificate Lifecycle Management and open-source software.